d through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and

How many times have you heard the comment, ''Information (knowledge) is power.''? Do you agree with that statement? I hope not, because it is wrong in it's simplicity! It is missing a very key word. That word is ''potential''. You are about to discover the three steps to total power in your selling career.

I guess I should explain why I believe the ''Information (knowledge) is power.'' is wrong. I don't need to go far to find proof to offer you. Each year thousands of people graduate from high schools, trade schools, colleges and universities. Their brains are crammed with knowledge, yet they underachieve or fail in their careers. I suspect part of the reason for that underachievement or failure might be that they only took two of the three steps necessary to gain 'total power' they need in order to succeed.

Achieving 'total power' definitely requires each of these three steps. Step 1: Thought. This is the analytical process by which people observe a situation, a problem or an opportunity and wish to change, create or master it. They determine what level of interest and passion they have, what knowledge they possess and, most importantly, what knowledge they might be lacking in relationship to their stated objectives or goals. Once they acknowledge their shortcomings in the knowledge area, they proceed to step two.

Within a selling career, this means thinking and understanding that there is always something new to discover and there is always someone new who will help you move a step higher towards your goals

Step 2: Acquiring required knowledge. Knowledge provides 'potential power'. It tells you not only what you need to do but more importantly, how to do it. Required knowledge can be obtained through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and

proof to offer you. Each year thousands of people graduate from high schools, trade schools, colleges and universities. Their brains are crammed with knowledge, yet they underachieve or fail in their careers. I suspect part of the reason for that underachievement or failure might be that they only took two of the three steps necessary to gain 'total power' they need in order to succeed.

Achieving 'total power' definitely requires each of these three steps. Step 1: Thought. This is the analytical process by which people observe a situation, a problem or an opportunity and wish to change, create or master it. They determine what level of interest and passion they have, what knowledge they possess and, most importantly, what knowledge they might be lacking in relationship to their stated objectives or goals. Once they acknowledge their shortcomings in the knowledge area, they proceed to step two.

Within a selling career, this means thinking and understanding that there is always something new to discover and there is always someone new who will help you move a step higher towards your goals

Step 2: Acquiring required knowledge. Knowledge provides 'potential power'. It tells you not only what you need to do but more importantly, how to do it. Required knowledge can be obtained through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and

ng> Step 1: Thought. This is the analytical process by which people observe a situation, a problem or an opportunity and wish to change, create or master it. They determine what level of interest and passion they have, what knowledge they possess and, most importantly, what knowledge they might be lacking in relationship to their stated objectives or goals. Once they acknowledge their shortcomings in the knowledge area, they proceed to step two.

Within a selling career, this means thinking and understanding that there is always something new to discover and there is always someone new who will help you move a step higher towards your goals

Step 2: Acquiring required knowledge. Knowledge provides 'potential power'. It tells you not only what you need to do but more importantly, how to do it. Required knowledge can be obtained through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and

eans thinking and understanding that there is always something new to discover and there is always someone new who will help you move a step higher towards your goals

Step 2: Acquiring required knowledge. Knowledge provides 'potential power'. It tells you not only what you need to do but more importantly, how to do it. Required knowledge can be obtained through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and

d through a variety of sources such as, colleges and universities, training books, articles, courses, mentors and coaches. Many people pursue this knowledge to move forward. Unfortunately, many individuals fail to move on to step three.

In the selling field, pursuit of knowledge often isn't a priority for many. They tend to 'wing it'. believing they can get by. This is evident by the number of blunders that are make by 'average' or 'below average' salespeople everyday that cost themselves and their companies countless lost sales every single day.

Step 3: Applying the knowledge.

Ward Chamber, Chief Investment Strategist and Coach with CFTI Trading said, "Applied knowledge is the purest form of power". Why? Simple, application (a.k.a. taking action) combines thought and knowledge into your personal creation. Once it is created, it becomes your own through personal experience. Why is this necessary? Because in order to maximize knowledge it is necessary to internalize it. We can only do that through personal experience.

Information gained externally is only opinion to us. Knowledge put into action and experienced at a personal level becomes our truth and our power, regardless of the field of endeavor. This is particularly critical in selling.

So, the next time you observe anyone, perhaps even yourself, struggling or failing at something, you may wonder if they are actually applying the knowledge they have gained or should have gained. Hmmm.